how to use linkedin and other social tools to increase sales: a conversation with luanne tierney
DESCRIPTION
How to Use LinkedIn and Other Social Tools to Increase Sales is a great opportunity for partners to learn about the latest marketing trends and strategies from marketing innovator Luanne Tierney. You will learn: • What makes great content • Why it is important to have an integrated content marketing strategy • How social selling can be used to increase sales • Why social media needs to be part of your marketing foundation and selling process • How to embrace being authentic and how to leverage it in your content marketing strategy • How to build your online influence with LinkedInTRANSCRIPT
How to Use LinkedIn and Other Social Tools to Increase Sales:
A Conversation with Luanne Tierney
What is Social Selling?
Social selling is using social media for generating & executing sales. It’s based on listening to prospects, and sharing content to directly engage them.
ConnectShareEngage
Simple QuestionWhy is this important?
What if you could have all your sales leads in a single room?
Real Results When Done Right
Sources: IBM | Hubspot 2013 | State of Inbound Marketing 2013
✓ 78% of salespeople using social media outsell their peers
✓ Social media produces almost 2x the leads of trade shows, telemarketing, direct mail or pay-per click
✓ 52% of all marketers sourced a lead from Facebook in 2013
LinkedIn: Engage Where Engagement Happens
Who are you connected to?
But, isn’t LinkedIn mostly for job
hunting?
Your competition is using LinkedInSocial Selling Efforts
15% 31% 21%More
customer renewals
Greater teammargin
attainment
More reps reaching their
targetsSource: Aberdeen Group
How to Begin?
NEW GAME“It’s important to build a personal brand because it’s the only thing you’re going to have. Your reputation online matters, which in the new business world is pretty much the game, so you’ve got to be a good person. You can’t hide anything, and more importantly, you’ve got to be out there at some level.”
Gary Vaynerchuk Entrepreneur, Author, Investor
STEP 1: HAVE A GREAT PRESENCE
Where do they hang? Go to IT forums & see what customers are saying What are their interests? What are they reading?
STEP 2: RESEARCH YOUR AUDIENCE
STEP 3: BEFORE DOING ANYTHING…LISTEN!
▪ What’s being said?▪ What are customers’ hot topics?▪ What are their key concerns?▪ What are latest trends?▪ What is the current IT news?
This will help you know the content to share
STEP 4: ENGAGESHARE RELEVANT CONTENT & START CONVERSATIONS
✓ Post a very intriguing question like: “Want to know the top security mistakes every company makes? Download xyz”
✓ Link the download to your site so marketing team can monitor who is clicking on the links
✓ Follow up within a week with a question or conversation starter
What does Marketing Need to do?
Target the best groups
Sales people pick off the engaged prospect for more direct conversation
What is the Importance of the Long Form Posts?
Get found!● Google ranks authorship● Sharing increases rankings● LinkedIn content increases engagement
Aren’t LinkedIn Groups often like a
Rave?Here one day, gone the next?
LinkedIn conversations in email and websites increase engagement
What are some Main LinkedIn Tips?
LinkedIn TipsLinkedIN
1. Use headlines to stimulate attention; your title is not always the best headline
2. Create a summary showing value you bring. Write in the 1st person
3. Use data or industry stats to gain credibility4. Show your expertise5. List skills your customers will want to hear6. Use LinkedIn "Professional Portfolio” to share
presentations, videos, links, PDFs etc.
What Investment do the Sales People
Need to Make?
LinkedIn Premium – Sales Professional• Improve your professional identity
• Discover who’s interested in you• Get analytics to improve your professional presence• Be prepared with key information on business contacts
• Grow your professional network• Make new business contacts outside your network• Get introduced through your network• Make yourself available to new contacts
• Promote and grow your business• Zero in on the right people• Easily stay on top of your search• Reach out credibly to anyone on LinkedIn
Price – Starting at US$23.99/MO
So what about Twitter?
Who can you find?
What can we learn?
How we should start?
RememberLinked
INGoogle
Break Down The Walls
Sounds great but...Isn’t it time consuming
TURN SALES INTO SOCIAL SELLING PRO’S
WEEKLY
MONTHLY
DAILY
Review & update your LinkedIn Summary, current role description, adding in new talking points & achievements respectively
Schedule time to spend in key LinkedIn Groups to add comments, start discussions and reach out to ‘qualifying’ individuals
Write an article highlighting your perspective on one of the major challenges in one of the markets you serve, & post it into LinkedIn
Share an on-topic article – from a trusted source, your company’s website, or LinkedIn Pulse (tip: pre-schedule the week using Content MX)
QUARTERLY
DAILY
.
Search | Learn | Engage
How do I convince the sales team?
What are some of the solutions to help?
Content and Management
Strategy Sales Lead Data
Free Assessment of Your LinkedIn and Social Selling Strategy Thank you for attending!
A member of the ContentMX team will be reaching out to you over the next few days to schedule your free assessment of your LinkedIn and Social Selling strategy. You can also reach me at [email protected] or at 781.444.7000 if you have any questions about the webinar or your free assessment.